We have been engaged in sales since birth. This statement will not surprise anyone. However, let’s focus on those where managers have to strain their voices and memorize scripts. We will leave the rest, no less valuable and no less professional sales to books on psychology. The company’s income and the number of its clients depend on this process. It does not matter whether the employee makes cold calls or represents interests to another business, there are a number of general rules.
How to say goodbye to a client as quickly as possible?
Such errors are commonplace, and many have recent mobile phone number data probably encountered their manifestations everywhere: in stores, talking to a specialist on the phone. Let’s try to figure out why they exist and how to avoid them.
1. The syndrome of a poor student
A mistake that any manager can make sooner or later, or from the very beginning. The employee does not search for information on the product, does not study the scripts and manuals that are given to him. A salesperson who does not know the product is not able to sell it. Some other school hope “it will work out anyway” or simple laziness is included.
The poor student syndrome also works at the upper levels. Those who sell to a person directly by appointment may not bother to check information about him and the company he represents. Find out the status of the business, the age of the representative, preferences, etc. Such poor student behavior flourishes everywhere. And this lack of knowledge deprives the opportunity to sell the product.
2. Uncertainty
This includes all the problems with disbelief and lack gambler data of confidence. The manager may not be confident in himself, in the product. A person is not able to convince another to buy a product if he does not understand how cool the product is. The same applies to self-confidence – I am unlikely to sell something if I doubt my ability to do it. Hence the lack of the necessary share of emotions in dialogues with the client or, on the contrary, an excess.
3. Ignoring the client’s needs
Instead of asking what the customer needs, the manager starts pouring. Pouring water, without stopping, not paying attention to the client, who rarely likes such specialists.
Everyone has encountered these in many clothing stores. However, now that the scripts have apparently changed, the sellers behave a little differently.
Ignoring needs should also include a strong emphasis on product functions. When we think, for example, that a person (if he is not a professional fitter/welder) may need a door made of five steel plates with a lock with three levers and the fourth level of protection – we greatly ignore him. People need a door that will provide protection.
4. Lack of ethics
This mistake complements the previous one. Managers often forget the main goal of their activities – satisfying the needs of the client. Everything else should only help this goal.
This manifests itself in different ways. The seller insists on the purchase, does not listen to the client, does not want to engage in a dialogue the role of product owners during software development (instead – a monologue), presses, persuades to buy. It is unlikely that a person who has experienced such a session of psychological violence will want to contact the company again or visit this salon again.
Unjustified expectations should also be included here. The client gets very upset when, under the guise of a Ferrari, he is ultimately sold a Zaporozhets. Expectations are dashed not only by exaggerated characteristics, but also, for example, by the price announcement. If it is unreasonably high, the buyer may be seriously offended.
5. Incorrect script
An incorrectly composed manual sometimes contains all the errors described above. The worst thing for management in such a situation is that it becomes much more difficult to blame the sales manager. And today, many more incorrect scripts are used than correct ones. It is enough, for example, to leave a phone number on landing pages and then talk to salespeople.
6. Unwillingness to develop
A specialist who has been working in the cold sales department for ten years is unlikely to be able to bring the company quality income and satisfied clients. Such people stop at one stage of development and will most likely work worse and worse over the years.